March 2011
Intermediate to advanced
256 pages
5h 50m
English
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7HOW TO QUALIFYCUSTOMER PROBLEMS
The high margins that accrue from Consultative Selling are your reward for adding high value to the customer operations that you affect. The more you know about them, and the better you are able to implement what you know in proposals for performing them more cost-effectively, the greater your value will be—and accordingly, the higher the price you will command.
Consultative Selling is industry-specific. Within each industry, it is operation-specific. Business operations in customer companies are your end users, your true markets. Depending on the way they operate, they create the costs that you can reduce or do away with entirely. They can add new sales revenues or productivity if you can show them how to do ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.